Podcasts about account executives

In this episode, Geo George, Account Executive at Salesforce, and Amit Sehrawat, Principal Solution Engineer for Data Foundation at Salesforce, discuss how Salesforce uses autonomous data management to creates trusted, accessible environments. Discover how transportation organizations can use data-driven insights to improve operations.

This week's throwback guest has served as a Behavioral Therapist, Insurance Producer, Firefighter, and Account Executive all before joining RevPartners, where he has served in roles such as Sales Director, Commissioner of Content, and now as a Senior Channel Manager and Creative Lead. He is also known as The Mayor of Inbound, this week's guest is Mr. Rob Jones to the show.In this week's episode, we discussed:Importance of Psychology and Problem SolvingDefined vs. Undefined VariablesThe Value of Personal BrandHubSpot Updates From Inbound 2024Much More!Enjoy this week's episode with Rob Jones.I am now in the early stages of writing my first book! It will cover my journey into sales, the lessons learned, and include stories and advice from top sales professionals around the world. I'm excited to share these interviews and bring you along on this journey!Like the show? Subscribe to the email: Subscribe HereI want your feedback! Reach out at 20percentpodcastquestions@gmail.com or connect with me on LinkedIn.If you know anyone who would benefit from this show, please share it! If you have suggestions for guests, let me know!Enjoy the show!

Major financial contributions from philanthropic organizations and corporate leaders, such as Freedom Mortgage CEO Stan Middleman's $50 million gift to Penn Medicine and millions in donations to Southwest General Health Center and the American Warrior Initiative, are driving critical advancements in medical research, hospital infrastructure, and community support. Robbie interviews Castor Financial's Brooks Champagne on innovative Account Executive (AE) compensation plans and how AEs can build a team without management duties. And while high interest rates and slow prepayment speeds have driven bank mortgage servicing rights (MSR) fair values to historic highs, lenders must look beyond simple cash flow projections to rigorously analyze their debt structures, liquidity access, and funding locks to survive potential liquidity shocks and credit market volatility.This week's podcasts are presented by Spring EQ, the home equity experts. See why Spring EQ is the clear choice in home equity, helping over 150,000 homeowners access almost $15 billion in equity.Welcome to The Chrisman Commentary, your go-to daily mortgage news podcast, where industry insights meet expert analysis. Hosted by Robbie Chrisman, this podcast delivers the latest updates on mortgage rates, capital markets, and the forces shaping the housing finance landscape. Whether you're a seasoned professional or just looking to stay informed, you'll get clear, concise breakdowns of market trends and economic shifts that impact the mortgage world.

See what the team at The Successful Bookkeeper has on right now → Hunter Rademacher has closed roughly 250 bookkeeping, payroll, and accounting deals in five years as an Account Executive at CSI Accounting & Payroll. In this conversation with guest host Louie Crossberry, Hunter shares the practical sales framework he uses every day — the kind of thinking that bookkeepers rarely get exposure to, but desperately need when it comes to winning new clients and holding on to good-fit ones. Here's a special gift for YOU. Visit Plooto.com/TSB and try it for FREE for two months! That's a FREE 30-day trial, plus an extra free month for Successful Bookkeeper podcast listeners! Don't miss out, sign up TODAY! Chapters [00:00] Opening Quote on Emotional Decisions [01:12] Hunter's Background and Path to Sales [04:30] Dos and Don'ts When Engaging Prospects [07:00] Discovery Questions That Surface Real Pain [10:30] Building Strategic Partnerships [16:30] Cold Outreach and Research Tactics [21:00] Using AI to Prepare for Sales Calls [25:00] Why Deals Fall Apart: Lack of Discovery [29:00] Handling the Pricing Conversation [33:30] Follow-Up and the Free Financial Review Stop Talking About Your Services First The most common mistake Hunter sees bookkeepers make is diving straight into what they do — features, software, deliverables — before the prospect has even explained their situation. Business owners often think of bookkeeping as a necessary evil, so opening with a feature list gives them nothing to connect with emotionally. "Tell me about your business" is the simple opener Hunter uses to let prospects surface their own pain. From there, the questions go deeper, and the prospect usually does most of the talking. It's an Emotional Decision, Not a Logical One Hunter is direct about something that trips up a lot of number-focused professionals: "People don't know that it's an emotional decision. And us accountants and bookkeepers especially think everything's logical and it should make sense." He's lost deals that were clear no-brainers on paper — the prospect just wasn't emotionally bought in. The fix is digging past surface-level answers to find the real pain, then being explicit about how you'll take that pain away. Building Strategic Partnerships That Actually Send Referrals CPAs get all the attention, but Hunter finds that other bookkeepers, business bankers, and consultants are often overlooked and highly valuable. His key insight is that a great strategic partner isn't just someone who'll trade referrals — it's someone who genuinely needs clean, timely financials to do their own job well. When reaching out cold, a vague "I'd love to work together" won't cut it. Instead, Hunter ties his outreach to something timely and specific: a filing deadline, a common client pain, a real reason they should care right now. Pricing: Give a Range Early, Then Offer Options Hunter pushes back on the old advice to hide pricing until the very end. Today's business owners research before they call, so stalling on price can feel evasive. He recommends giving an honest range early ("generally somewhere between $500 and $1,000 for a business your size") and explaining the factors that move the number up or down. When it comes to the proposal itself, presenting three service tiers shifts the conversation from "do I want to hire you?" to "which option fits me best?" — a much easier question for a prospect to answer. The Follow-Up: Give Something Worth Coming Back For When a prospect says "call me later," Hunter's move is to offer a free financial review — a look at their current books that delivers real value regardless of whether they sign on. "I want everybody that meets with me to have a great experience," he says. Even prospects who don't become clients often leave a Google review or send a referral. Building that reputation for genuine helpfulness, consistently, is what compounds into a full pipeline over time. Links Mentioned Connect with Hunter Rademacher on LinkedIn: search Hunter Rademacher (R-A-D-E-M-A-C-H-E-R) and send a DM — he's offering a free sales audit of your current sales process to listeners of this episode CSI Accounting & Payroll PureBookkeeping.com — the proven system to grow your bookkeeping business The Successful Bookkeeper — free business-building resources About the Guest Hunter Rademacher is an Account Executive at CSI Accounting & Payroll in Minnesota, where he has spent five-plus years closing bookkeeping, payroll, and accounting engagements for small businesses ranging from $250K to $10M in revenue. With a background in finance and early experience at ADP, Hunter brings a rare combination of numbers fluency and genuine sales craft to the bookkeeping world. About the hostMichael PalmerMichael Palmer is the host of The Successful Bookkeeper podcast — almost 600 episodes and counting — and founder of The Successful Bookkeeper Global. He's spent over 15 years in the bookkeeping industry, working one-on-one with thousands of bookkeepers across the globe. He started this work because of his father — a brilliant electrical contractor who worked twice as hard as he should have had to, because nobody on the financial side was in his corner. That gap is what The Successful Bookkeeper exists to close. His view: bookkeepers are the most undervalued force in small business — and every bookkeeper who builds a real business changes two families: theirs, and their clients'.

It's another International Interview as we sit down with Olympic Rower and now SportsKey Account Executive Tara Hanlon. Tara shares her athletic journey along with how SportsKey should be a a Go To Tool in your AD Toolbox! THIS is The Educational AD Podcast!

► kostenloses Startgespräch buchen: ⁠⁠⁠https://linkly.link/24kPi⁠⁠⁠ ► Kickscale Extended Free Version: ⁠⁠⁠https://2ly.link/1zdl4⁠⁠Champion, Discovery und Pipeline im Software Sales: Warum die meisten B2B-Deals nicht am Pitch scheitern, sondern an oberflächlicher Discovery, falschen Champions und fehlendem Outbound. Darius Lohmann, ehemaliger Account Executive bei JobTeaser, HubSpot und Cognism und 2025 Nummer-eins-Seller in DACH, zeigt, wie du Pain Level bis zum Business Impact runterfragst und nach der Demo die Kontrolle über den Entscheidungsprozess behältst.► Darius auf LinkedIn: https://www.linkedin.com/in/darius-lohmann/ So kann ich dir im Sales helfen:zur Software Sales Formula: ⁠⁠https://www.softwaresalesformula.com⁠⁠zum Sales Gym: ⁠⁠https://www.sales-gym.io⁠⁠Timestamps:(0:00) Vom Cold-Call-Anfänger zum #1 Seller in DACH(1:05) Erste Cold Calls: Ablehnung und Know your Numbers(4:20) Happy Ears: Wenn dein Champion kein Champion ist(8:30) Pain Level: Discovery-Fragen aus dem Cognism-Training(13:45) Oberflächliche Discovery: Angst oder fehlende Methodik?(18:40) Kundenzentriert heißt nicht nett: Seller auf Augenhöhe(22:20) Sales as a Service: Darius als externer Account (Executive(26:00) Warum AEs keine Cold Calls mehr machen(34:30) Einwand „Haben wir schon": Die 1-bis-10-Frage(39:15) Ghosting vermeiden: Momentum bis zur Unterschrift(42:45) Deal-Map nach der Demo: Kontrolle behalten(46:50) Es gibt keinen Deal ohne …Infos:⁠⁠jiri@softwaresalesformula.com⁠⁠ ⁠⁠https://www.softwaresalesformula.com⁠⁠  ⁠⁠https://www.sales.gym.io⁠⁠ 

Con motivo del Smart Energy Congress tertulia sobre las Smart Cities con Miguel Ángel Jurado, Tech Gov & Infra BP de Serveo & Presidente del Comité de Expertos “Innovación para la eficiencia en smart cities y territorios” de la plataforma enerTIC.org; José Luis Planas, Jefe de la Oficina de Estudios en Grupo Etra; Jesús Uría, Director de Segmento Alumbrado Público en Signify; Enrique Louzao, IoT Manager en Orange Empresas; y Marco Gracia, Account Executive en OutSystems.

Based at J D Factors' Canadian head office in Mississauga, Ontario, Tina also oversees branch operations in Montreal, Calgary, and Halifax. Throughout her career, she has developed extensive expertise in commercial finance, factoring, portfolio management, and operational leadership. In addition to her executive responsibilities, Tina has served on the  Advisory Board of the International Factoring Association, contributing her industry knowledge and leadership to the advancement of the commercial finance sector. She is also a graduate of the University of Toronto. With her deep experience in commercial lending, operations, and leadership, Tina brings valuable insights on business finance, factoring, risk management, and supporting the growth of businesses across Canada. Tina Capobianco is the Senior Vice President of Operations at JD Factors LLC, where she oversees the company's Canadian operations and portfolio, with its head office in Mississauga, Ontario, and offices in Montreal, Halifax, and Calgary. She has been in the factoring industry since 1992, beginning her career as an Account Executive and gaining extensive experience across operations, credit, underwriting, and business development. Tina currently serves on the SFNet Executive Committee as Education Chair and is a member of the SFNet Canadian Chapter. She also helped launch the first IFA Chapter in Canada, serves on its board of directors, and is an Advisory Board member for the IFA in the U.S. She holds an Honours Bachelor of Commerce from the University of Toronto and has earned the Certified Account Executive in Factoring (CAEF) designation. During the show we discuss: Why revenue does not always mean positive cash flow How to understand your business's cash-flow cycle Why cash-flow planning should start early How to identify cash-flow gaps before they become emergencies Why businesses should seek financing before they desperately need it How factoring can provide immediate working capital Why growth can create cash-flow problems How to determine whether factoring is right for your business Link: https://www.sfnet.com/detail-pages/speaker-title/tina-capobianco-bio Linkedin: https://www.linkedin.com/in/tina-capobianco-55b8a39/

Join Simon around the After Dinner Leadership table with Ryan Spoors, Account Executive at Redo.Simon and Ryan sit together for a thoughtful, candid conversation as Ryan prepares to move on to a new role and a new industry. After years behind the scenes helping shape the podcast, Ryan turns the tables and reflects on what hundreds of hours of listening to leaders has taught him.You will hear Ryan unpack three themes that show up again and again in great leaders:Why listening is a skill you develop, not a switch you flipThe difference between having mentors and actually using themHow to “bet on yourself” without ego, and build a career with intentionWhile we bid farewell to Ryan, we are reminded of the powerful lessons shared through this podcast. His journey may be taking him elsewhere, but the wisdom he leaves behind will continue to resonate with us.Pull up a chair and join us!Previous episodes mentioned:033: Recalibrate...with...Richard Madden042: How to Listen (part 1)...with...Oscar Trimboli043: How to Listen (part 2)...with...Oscar Trimboli051: Bet on Yourself...with...Colin StewartSend us Fan MailConnect with us on LinkedIn Follow us on Instagram Subscribe on YouTube  If you would like to feature on the Podcast, please get in touch! mailto: info@withleadership.co.uk Thank you for listening!   

Send us Fan MailRead Brooke Goodman's Cover Story. Brooke Goodman is a New York–based fashion model represented by The Management NYC and Karin Models in Paris. Standing 5'10" with brown hair and striking hazel eyes, she brings an elegant, editorial presence to the runway and the lens, pairing classic bone structure with an easy, magnetic confidence in front of the camera.A summa cum laude English graduate of The George Washington University, Brooke balances her modeling career with a lifelong devotion to horses, competing in the jumper ring and working within the equestrian industry. That dual life—equal parts high fashion and horsemanship—gives her a distinctive range, from polished editorial and campaign work to the poised athleticism of equestrian-inspired shoots. Grounded, articulate, and effortlessly photogenic, Brooke is a fresh face who moves seamlessly between the show ring and the fashion world.Brooke Goodman is an Account Executive at The Plaid Horse, where she combines a lifelong passion for horses with a talent for storytelling and connecting brands to the equestrian community. Horses have always been in her blood—her grandparents were renowned breeders of Trakehner sport horses—and her own riding journey began at an eventing barn when she was just eight years old. After years spent traveling and competing in the jumper ring, she now treasures quiet rides and quality time with the horse who gave her everything, Oskar 253.Brooke first discovered The Plaid Horse in 2015 and became a devoted reader, officially joining the TPH team in the spring of 2025 during her final semester at The George Washington University, where she graduated summa cum laude with a BA and top honors in English. Since joining, she has represented The Plaid Horse at premier venues—presenting awards at the Devon Horse Show and speaking to young riders about building a life and career around the sport—while championing education and horsemanship throughout the hunter/jumper world.theplaidhorse.comThank you so much for joining us today on the Plaidcast. This podcast is a labor of love, and every single episode exists because of this incredible community of riders, trainers, barn managers, parents, and horse lovers who show up in the barn, in the ring, and right here with us.At The Plaid Horse, our commitment goes far beyond the show ring. We believe deeply in the power of literacy and education and that every rider, at every level, deserves access to knowledge, stories, and ideas that make them a better horseperson and a better human being. Reading matters. Learning matters. And the stories we tell each other in this sport matter more than we sometimes realize.Whether you are a junior rider picking up your first copy of The Plaid Horse  Magazine, a professional trainer looking for inspiration, or someone who simply loves horses and everything this world stands for then this community is for you. You belong here.We build this together. Every article, every episode, every conversation is an opportunity to learn something new, to feel less alone in the challenges of this sport, and to be reminded of why we fell in love with horses in the first place.Until next time, keep reading, keep learning, keep riding, and remember that the horse world is better when we build it together. I will see you at the ring!

In this series on future leaders in business, Jon Maddux is talking to young people about what they are facing today in a rapidly changing world. We're starting off with Joey Camarena, who is a senior at the University of Utah majoring in Finance. In episode #133 of the Million Dollar Mortgage Experience, Jon and Joey discuss studying abroad in Spain, interning at Crow Holdings (a company with $35 billion under management), College vs. the real world, AI, advice for high school and college students, and college vs. trade school.Learn about FundLoans mortgage programs: FundLoans.com/loan-productsPrice a loan: fundloans.com/quick-pricer2Talk with an Account Executive: fundloans.com/our-team

In this episode, Giovanni Triana shares how Stephen Gould helps manufacturers navigate every stage of the product journey—from initial concept and package design to sourcing, fulfillment, and final delivery. He explains why successful supply chain management goes far beyond purchasing materials, requiring trusted partnerships, engineering expertise, and end-to-end solutions that help companies reduce complexity, improve efficiency, and bring products to market faster. With a global network of manufacturing partners, Stephen Gould supports businesses of every size, from startups launching their first product to global brands seeking innovative packaging and supply chain solutions. The conversation also explores the future of packaging, including the growing demand for sustainable materials such as molded fiber, FSC-certified paper products, and biodegradable alternatives to plastics. Giovanni discusses the challenges manufacturers face in balancing sustainability goals with cost and performance, why the Carolinas have become a thriving hub for manufacturing and supply chain innovation, and how emerging technologies—including AI—are helping companies stay competitive. He also offers valuable career advice for the next generation of manufacturing and supply chain professionals. Whether you're a manufacturer, product developer, supply chain professional, or simply curious about what it takes to get products safely and sustainably into consumers' hands, this episode offers valuable insights into one of manufacturing's most essential—and often overlooked—industries. LINKS NCMEP | IES | Stephen Gould About the Guest Giovanni Triana is an Account Executive at Stephen Gould, one of the nation's largest independent supply chain and packaging solutions providers. Based in Charlotte, North Carolina, he partners with manufacturers across a wide range of industries to develop end-to-end supply chain solutions, helping companies move products from concept and design to sourcing, packaging, fulfillment, and retail distribution. His expertise includes sustainable packaging, supply chain optimization, strategic sourcing, and helping businesses improve efficiency while bringing innovative products to market. Recognized as one of Charlotte's 30 Under 30 Future Leaders, Giovanni is passionate about advancing manufacturing through collaboration, innovation, and customer-focused problem-solving. He works closely with organizations of all sizes—from startups launching new products to global brands seeking to streamline complex supply chains. An advocate for sustainability and emerging technologies, Giovanni enjoys helping manufacturers navigate evolving consumer demands while building resilient, future-ready supply chains. About the Host Dr. Phil Mintz is the Director of NC State University Industry Extension Services (IES). Through his leadership, IES supports manufacturers across the state with resources in innovation, process improvement, workforce development, and business growth. About NC State University Industry Extension Services NC State University Industry Extension Services (IES), established in 1955 as the outreach team for the NC State University College of Engineering, provides resources, tools, and customized training programs to help businesses survive, thrive, and grow. IES delivers comprehensive training and development programs tailored for a diverse range of sectors, including manufacturing, educational and research institutions, healthcare, pharmaceutical and medical device companies, defense contractors, aerospace, automotive, energy, and government agencies. Your IES-dedicated Regional Manager is available to assist in identifying and implementing customized solutions, tools, and resources to optimize your organization's productivity, efficiency, quality, and profitability.  ncstateies.com/RM

Earl Murphy is a former Enterprise Account Executive at Salesforce and served as the Global President of Soberforce, Salesforce's employee resource group dedicated to supporting individuals in recovery, allies, and those exploring a sober lifestyle. During his leadership, Earl championed the expansion of recovery-friendly workplace culture, fostering peer support networks, reducing stigma in the corporate environment, and advocating for inclusive corporate wellness initiatives.An experienced revenue leader and educator, Earl currently works as an Account Executive at Cribl and serves as an instructor at the University of New Hampshire's Paul College of Business and Economics. He is passionate about helping organizations build workplace environments where individuals in recovery can thrive both personally and professionally.With 8+ years of continuous sobriety, Earl is an exemplar and practitioner of the power of recovery.  Earl resides in New Hampshire with his wife, Audra, of 15 years, along with their two young kids.Join Jesse and Lisa to hear how Earl and Soberforce are transforming recovery in the workplace. Only on Airing Addiction!

► kostenloses Startgespräch buchen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://linkly.link/24kPi⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ► Download Template "Next Steps Slide": https://linkly.link/2qMPu► Kickscale - 50 Meetings kostenlos: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sales Demo im Software- und IT-Vertrieb: In dieser Episode bekommst du vier konkrete Strategien, mit denen du aus einer reinen Produktdemo ein echtes Verkaufsgespräch machst. Alle Tipps kommen direkt aus Demo-Recordings und Coaching-Sessions mit Account Executives im DACH-Raum. So kann ich dir im Sales helfen:zur Software Sales Formula: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠zum Sales Gym: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales-gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kickscale:Extended Free Version: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Timestamps:(0:00) Warum Demos mit „wir melden uns“ enden(2:20) Tipp 1: Keine große Hafenrundfahrt(4:05) Kapitel 1: Problem Recap aus der Discovery(4:55) Kapitel 2: Anforderungen als Drehbuch der Demo(6:10) Kapitel 3: Demo entlang der Anforderungen(8:05) Tipp 2: Nie länger als 3 Minuten reden(11:40) Tipp 3: Eine Kundenstory schlägt 20 Logos(14:40) Tipp 4: Die Next-Step-Slide(16:00) Next Steps verkaufen statt danach fragen(17:50) Zugang zum Entscheider per Hypothese(19:30) Der Champion-Test(21:55) Deine Aufgabe: Das letzte Demo-Recording anhörenInfos:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠jiri@softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales.gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 

Peter Ribeiro is a seasoned entrepreneur, business finance expert, and Founder & CEO of Capital Gurus, a fintech platform dedicated to simplifying and accelerating access to business capital. Under his leadership, Capital Gurus has developed innovative lending technology that enables businesses across the United States to receive fast funding decisions and access capital efficiently. Prior to Capital Gurus, Peter founded and scaled US Business Funding from the ground up, ultimately achieving a successful exit in 2018. His background in business lending, funding operations, sales leadership, and financial technology has made him a respected voice in the alternative finance industry. Beyond financial services, Peter has built a real estate portfolio of more than 400 units, giving him deep, hands-on experience in entrepreneurship, investing, and asset management. Graduating from Indiana University's Kelley School of Business with a focus on Entrepreneurship/Corporate Innovation, Jesse Rosenberg quickly transitioned into the finance sector as an Account Executive at CapitalGurus. His educational background laid a solid foundation in business innovation. At CapitalGurus, he leverage these competencies to excel in retail and sales, contributing to a dynamic team that thrives on forward-thinking strategies and robust client relationships.  During the show we discuss: Why fast funding doesn't have to mean sloppy underwriting. How to make your business more fundable. How to choose financing based on the business, not just the rate. Why lenders ask questions beyond your credit score. How embedded financing can create a better customer experience. How AI can replace repetitive underwriting work without completely eliminating human judgment. Why helping customers even when you can't fund them can create stronger partnerships. How to think about financing as a strategic tool rather than just money. LinkedIn: https://www.linkedin.com/in/peter-ribeiro-47259b18/ Website: https://capitalgurus.com/

Ein Recruiter schreibt Sie an. Nicht Sie ihn. Er. Perfektes Profil, ein starkes Erstgespräch, klare nächste Schritte. Und dann: Funkstille. In dieser Folge geht Jan Nordh dem nach, worüber kaum jemand offen spricht. Ghosting ist kein Recruiter-Problem, es geht in alle Richtungen und auf jeder Ebene. Kandidaten ghosten Recruiter, Kunden ghosten Headhunter, und Unternehmen ghosten genau den Partner, den sie selbst gesucht und angesprochen haben.Aus 25 Jahren Enterprise-Vertrieb und fast 20 Jahren Executive Search erklärt Jan, warum Schweigen fast immer strukturelle Gründe hat und selten ein Urteil über Sie ist, wie Sie Ihren eigenen Prozess qualifizieren, so wie Sie einen Deal qualifizieren würden, und warum der, der die Schleife zuverlässig schließt, in diesem Markt zur wertvollen Ausnahme wird. Dinge dürfen sich ändern. Aber seien Sie transparent darüber.Für Account Executives, Vertriebsprofis, Sales Leader und alle, die Bewerbungs- und Kundenprozesse in Cybersecurity und Enterprise Software aus mehreren Perspektiven verstehen wollen.Keywords: Ghosting, Recruiting, Executive Search, Cybersecurity, Enterprise Software, IT Sales, Account Executive, Karriere, DACH, Nordicshttps://www.nordh.de

► kostenloses Startgespräch buchen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://linkly.link/24kPi⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ► Kickscale - 50 Meetings kostenlos: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Discovery im Software Sales entscheidet über Win Rate, Sales Cycle und Forecast — und genau dort verlieren die meisten Account Executives ihre Deals. In dieser Episode bekommst du vier Discovery-Strategien direkt aus laufenden Coaching-Sessions im Sales Gym So kann ich dir im Sales helfen:zur Software Sales Formula: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠zum Sales Gym: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales-gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kickscale:Extended Free Version: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Timestamps:(0:00) Warum Deals am Anfang verloren gehen(2:10) Tipp 1: Framing statt Pitch-Erwartung(5:15) Die Frage: Warum nehmen Sie sich heute Zeit?(7:30) Vage Antworten aufbrechen — das Problem-Menü(8:45) Tipp 2: Die So-what-Kette bis zum Business Impact(13:30) Tipp 3: Die drei Is aus MEDDIC(15:30) Indicated Pain: dem Problem ein Preisschild geben(16:45) Implicated Pain: Future Pain erzeugt Urgency(18:10) Benchmark-Story und Milchmädchenrechnung(22:40) Tipp 4: Das Motiv hinter dem Ziel(26:20) Die Prioritätsfrage, die kaum jemand stellt(28:45) Die 4 Discovery-Tipps im SchnelldurchlaufInfos:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠jiri@softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales.gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 

In this episode of The Business of Alignment Podcast, Anthony Vaughan sits down with Natalie, Account Executive at WorkMotion, to explore how Employer of Record (EOR) solutions are transforming the way organizations build global teams. WorkMotion enables companies to hire, onboard, and manage employees compliantly in more than 160 countries without establishing local entities, helping businesses scale internationally with speed and confidence. Together, they discuss the rise of remote work, the evolving global talent market, why compliance has become a competitive advantage, and how HR leaders can rethink hiring beyond borders. They also explore AI's impact on workforce strategy, the future of global mobility, and why organizations willing to embrace international talent will be better positioned for long-term growth.

► kostenloses Startgespräch buchen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://linkly.link/24kPi⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ► Kickscale - 50 Meetings kostenlos: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Neukundenakquise im Software- und IT-Vertrieb scheitert 2026 selten am Produkt und fast immer am Adressaten: In dieser Episode bekommst du vier Akquise-Tipps aus meinen Live-Coachings mit SDRs und Account Executives, die im Outbound am häufigsten den Unterschied gemacht haben. So kann ich dir im Sales helfen:zur Software Sales Formula: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠zum Sales Gym: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales-gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kickscale:Extended Free Version: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://2ly.link/1zdl4⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Timestamps:(0:00) Warum Entscheider dich gerade vertrösten(2:00) Tipp 1: Message für den Economic Buyer(2:50 Warum Budgets jetzt zentralisiert werden(4:30) Top-down anrufen und trotzdem gewinnen(7:10) Strategische Initiative als Türöffner(9:30) Tipp 2: Beim perfekten ICP kein Aufgeben(10:20) 13 Monate Dranbleiben: der Skilift-Deal(12:20) Der Frontdesk-Hack gegen Ghosting(14:00) Tipp 3: Mailbox raus, Video Prospecting rein(17:20) Video Prospecting Skript in 60 Sekunden(19:10) Tipp 4: Charmante Betriebsspionage(23:50) Bonus: Akquise im August richtig nutzenInfos:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠jiri@softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.softwaresalesformula.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sales.gym.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 

Send us Fan MailIn this episode of The Route to Networking, Till Heinimann is joined by Michael Masal, Account Executive at Archer Integrated Risk Management. Having built a career spanning IT support, telecommunications, network engineering, cybersecurity and GRC before moving into technology sales, Michael shares how his technical background has shaped his customer-first approach to sales.Michael reflects on his career journey, from earning his first opportunity through persistence and continuous learning to making the transition from engineering into sales. He discusses the realities of working in a target-driven environment, why understanding technology gives him a unique perspective with customers, and how solving problems, rather than simply selling products, has become the foundation of his success.Throughout the conversation, Michael explores the importance of building trust, becoming a trusted advisor and developing the qualities that matter most in technology sales, including resilience, research and active listening. He also shares his thoughts on standing out in an increasingly competitive market, the growing role of AI, and why genuine relationships remain one of the biggest differentiators in the industry.The episode closes with a quick-fire round covering career development, resilience, continuous learning and the advice Michael would give to anyone looking to build a successful career in technology and sales.

Play ball... and vows! On this episode, Celia and I chat with Katie Wioland, Account Executive & Graphic Design Manager for the Somerset Patriots, about something we areOBSESSED with: a vow renewal night at the ballpark!Mark your calendars — Saturday, August 29th — because couples from all over Jersey (and beyond!) are invited torenew their wedding vows in a pre-game ceremony at a Somerset Patriots game.

Healthcare organizations are under growing pressure to modernize IT environments while improving clinician experience, strengthening security, and preparing for the next wave of AI-enabled workflows. In this episode, we'll explore how AI-powered endpoints, intelligent collaboration tools, and modern device strategies are helping healthcare IT leaders balance operational efficiency with better patient outcomes. Host: James Hilliard Guests: Abhishek Khowala, Global Head of AI, Health and Life Sciences Vertical at Intel Alexander Stanton III, Account Executive for Healthcare at Lenovo Show Notes: 00:00 - Introduction: AI endpoints and healthcare modernization overview 02:17 - Success story: Ohio children's hospital — modernization benefits 03:16 - Security in healthcare AI: Protecting models and managing endpoints 05:33 - Challenges faced by healthcare IT teams: Resources, regulation, data issues 07:54 - Criticality of security and managing AI complexity in healthcare 09:47 - The importance of practical AI adoption focused on patient outcomes 11:12 - How AI PCs enhance clinician workflows and patient safety 13:06 - Practical benefits of AI endpoints: reducing downtime and improving outcomes 14:01 - Role of Intel, Lenovo, and Microsoft in secure, effective AI deployment 15:21 - The significance of local processing in healthcare AI PCs — Intel's innovation 17:18 - Leveraging Microsoft 365 for orchestrating complex workflows with AI 18:59 - Managing endpoint sprawl and prioritizing security in healthcare IT 20:25 - Enhancing threat detection with AI hardware and software integration 22:18 - Rethinking modernization: From IT assets to care quality investments 24:42 - Using endpoints at the point of care to meet KPIs and reduce data risks 26:06 - Early wins: Focus on outcomes, pilot projects, and stakeholder alignment 27:57 - Moving forward with healthcare modernization practices

Job Interviews werden häufig falsch geführt. Gerade erfahrene Sales Manager, Account Executives und Enterprise Sales Professionals präsentieren sich im Vorstellungsgespräch wie in einer Produktdemo. Genau das kostet oft den Job.In dieser Episode erklärt Executive Recruiter Jan Nordh, warum ein Vorstellungsgespräch viel stärker einem erfolgreichen Discovery Call ähnelt als einem klassischen Pitch.Sie erfahren:warum Top-Verkäufer zuerst diagnostizieren statt präsentierenwie Sie ein Interview wie einen Enterprise Sales Deal führenwelche Fragen Hiring Manager wirklich überzeugenwie Sie souverän den nächsten Schritt im Recruiting-Prozess steuernwarum die besten Kandidaten nicht mehr reden, sondern bessere Fragen stellenIdeal für:Enterprise Account ExecutivesSales ManagerRegional Vice Presidents SalesCybersecurity SalesEnterprise Software SalesSaaS SalesAI SalesFührungskräfte im VertriebWenn Sie Ihre Karriere im Enterprise Software-, Cybersecurity- oder AI-Vertrieb auf das nächste Level bringen möchten, liefert Ihnen diese Episode sofort umsetzbare Strategien aus fast 45 Jahren Vertrieb und Executive Search.https://www.nordh.de

Paying for college poses serious challenges for most families, but should understanding the rules around borrowing really be one of the hardest parts? Amy and Mike invited financial aid expert Will McGinley to offer guidance into decoding student loans. What are five things you will learn in this episode? Why are student loans such an important topic? How much do students borrow on average for their undergraduate degrees? What is the difference between federal DL, PLUS, and Private education loans? Which student loan option is best for most students? When should someone start applying for their loans? MEET OUR GUEST Will McGinley is an Account Executive for the PHEAA Keystone and PA Forward student loan programs. He brings nearly 20 years of financial aid experience to the role, most recently serving at Baldwin Wallace University, Ashland University, and Liberty University, in roles ranging from loan processing to Director of Financial Aid. His career has provided extensive experience presenting to students, families, and higher education colleagues on a variety of topics, including financial literacy, the financial aid process, and gap financing. He has also served on committees for the NCAA and OASFAA.  Will and his wife of 19 years enjoy spending time with their 2 teenage sons, coaching, hiking, and playing with their French bulldog, Pierre. Will can be reached at William.Mcginley@pheaa.org. LINKS EducationPlanner.org MySmartBorrowing.org Keystone Student Loans RELATED EPISODES WHAT YOU NEED TO KNOW ABOUT STUDENT LOANS THE TRUTH ABOUT STUDENT LOAN DEBT THE PRICE YOU REALLY PAY FOR COLLEGE UNDERSTANDING YOUR COLLEGE TUITION BILL ABOUT THIS PODCAST Tests and the Rest is THE college admissions industry podcast. Explore all of our episodes on the show page. ABOUT YOUR HOSTS Mike Bergin is the president of Chariot Learning and founder of TestBright, Roots2Words, and College Eagle. Amy Seeley is the president of Seeley Test Pros and LEAP. If you're interested in working with Mike and/or Amy for test preparation, training, or consulting, get in touch through our contact page.  

The FICPA's The Practitioner's Edge delivers practical insights for CPAs and professionals in small firms. Each episode explores strategies, trends and real-world solutions to help you run a stronger practice, serve clients better and stay ahead in a changing profession.  This month, we're joined by Dan Giddings, Account Executive with Blue J, to explore how AI is transforming tax research for accounting firms. Giddings explains why purpose-built AI tools offer a more secure and reliable alternative to general AI platforms by providing answers backed exclusively by trusted tax authorities, including IRS guidance, regulations, case law and state-specific resources. He also discusses how firms can use AI to streamline research, draft client communications, analyze tax returns and uncover proactive planning opportunities, all while maintaining data security and client confidentiality.  The conversation also highlights how firms of all sizes can empower every team member, from junior staff to partners, with AI tools that reduce research time, improve consistency and create more capacity for higher-value advisory services. Giddings emphasizes that successful firms are not replacing professional judgment with AI. Instead, they are using it to enhance accuracy, improve efficiency and deliver better client outcomes.  "AI should help firms create capacity, not replace professional judgment. The goal is to free your team to deliver better advice and better client service."  Dan Giddings, Account Executive, Blue J, LinkedIn: https://www.linkedin.com/in/dan-giddings/    FICPA Members: Discover additional tools and resources in the FICPA Small Firm Suite at Small Firm Suite - Florida Institute of CPAs.

What does the legal profession look like in an AI-powered future? Recorded at the CBA's AI 2035 Symposium, this special episode features conversations with legal technology leaders, bar association educators, and AI innovators about the tools transforming legal practice today. We discuss the future of legal practice, practical AI applications for law firms, emerging litigation and transactional tools, data security, and the importance of helping lawyers adopt AI thoughtfully and responsibly. Kevin Thompson is a partner at Levin Ginsburg and co-chair of the CBA's Law Practice Management and Technology Committee. Jennifer Byrne is Director of CLE Programs for the Chicago Bar Association. Emma Holden is an Account Executive at Spellbook Legal, an AI suite helping legal teams draft and review contracts with precision and efficiency in Microsoft Word. Samuel Oh is Co-Founder and CEO of Concorda, an AI operating system for litigators. Cristin Traylor is the Senior Director of AI Transformation and Law Firm Strategy at Relativity, a legal data intelligence platform. Megan O'Donnell is a Client Manager with LexisNexis and Chair of the Alliance for Women with the CBA.

Henry Lutes, Account Executive at Quartr, presents at Planet MicroCap Las Vegas 2026 Powered by MicroCapClub. Not part of the MicroCapClub community? Join Us https://microcapclub.com/join-now/  Planet Microcap hosts the highest quality microcap in-person events in North America. The mission is to bring the best microcap investors, companies, and allocators together to gather, connect, and grow. https://planetmicrocap.com  This presentation is for informational purposes only and should not be construed as a recommendation to purchase or sell any security referenced herein. Planet MicroCap Holdings LLC and MicroCapClub LLC (collectively, “we” or “our”) are not licensed brokers nor registered investment advisors. We, our partners, contractors, members, subscribers, guests, or affiliates may or may not hold positions in one or more of the securities mentioned in this presentation and may trade in such securities at any time. We may have received cash compensation from one or more participants for presenting at past, present, or future events. We recommend you consult a licensed investment adviser, broker, or legal counsel before purchasing or selling any securities referenced in this presentation.

Account Executive at WGN Radio, Kevin McDonough joins Lisa Dent along with his father-in-law, Pat Grant to talk about Pat Mac’s Pack Bike Ride happening on Friday, June 26th. The annual bike ride, founded by Pat Grant, helps not only support pediatric cancer research, but raises money in financial assistance for young cancer patients and […]

Before working with MEDDICC, Microlise's sales forecast accuracy sat at 25%. Today it's 85%.In this episode, MEDDICC CEO Andy Whyte sits down with Mike Blackburn, CRO at Microlise, to find out what actually changed. Not just the numbers, but the language, the culture, and the mindset that comes with knowing your forecast is real.Mike shares how he went from dismissing MEDDIC when he first encountered it to becoming one of its biggest advocates, and what it took to embed it across a GTM team in a way that actually stuck.You'll learn:✅ Why Mike resisted MEDDIC early in his career and what changed his mind✅ How Microlise used MEDDPICC as a common language across the full GTM team✅ What great deal reviews actually look like vs the ones that are just concealing weaknesses✅ How to identify and test a true Champion✅ What it takes to stand out early in a sales career

In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. Zach Schuchart Zach Schuchart is the Senior Vice President, Head of Sales at Optimal Dynamics. He has over 20 years of experience in the North American and European transportation industries, including roles at UPS, CHAINalytics, and XPO, he brings deep expertise and leadership to the Optimal Dynamics team. As Head of Sales, he oversees a talented group of Account Executives and Solutions Engineers, guiding prospective customers through the evaluation of advanced optimization solutions that drive operational success. About Optimal Dynamics  Optimal Dynamics provides the decision intelligence layer that powers logistics transformation. Born out of 40 years of research at Princeton University, Optimal Dynamics leverages proprietary artificial intelligence technology to automate, optimize, and radically improve decision-making across trucking and transportation operations. Headquartered in New York City, Optimal Dynamics is backed by marquee investors including Koch Disruptive Technologies, Bessemer Venture Partners, The Westly Group, and Activate Capital. Learn more at www.optimaldynamics.com. Key Takeaways: Fleet Profitability Unleashed: The Optimal Dynamics Advantage In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. From Research to Reality: The Princeton Pedigree. Optimal Dynamics isn't just another tech startup; it is built on 40 years of academic research from Princeton University. This provides a level of scientific rigor and proprietary AI that differentiates their solutions from standard off-the-shelf logistics software. The Power of "Decision Intelligence". While many platforms focus on data visibility (showing you what is happening), Zach highlights the shift toward Decision Intelligence. This layer automates and optimizes the choice itself, helping carriers move from reactive management to proactive, data-driven execution. Bridging the Gap Between Planning and Execution. Leveraging Zach's 20+ years of experience at giants like UPS and XPO, the episode explores how traditional planning often fails when it hits the "real world." Optimal Dynamics focuses on creating dynamic plans that account for the inherent volatility in trucking operations. Leveraging High-Dimensional Artificial Intelligence. The core technology focuses on solving "high-dimensional" problems. Instead of looking at simple variables, the platform uses AI to process thousands of data points simultaneously—such as driver hours, fuel costs, and lane profitability—to find the "Optimal" solution. Automating the Complexities of Trucking. Automation isn't just about replacing manual tasks; it's about augmenting human capability. Zach discusses how their solutions allow sales and operations teams to evaluate complex scenarios in minutes rather than days, drastically reducing the "evaluation-to-action" cycle. Maximizing Profitability in Volatile Markets. In an industry with razor-thin margins, "Optimal Dynamics" means finding the most profitable way to move freight despite fluctuating market conditions. The platform helps fleets identify which loads to accept and how to route them to ensure maximum fleet utilization. Strategic Backing for Long-Term Transformation. The company's growth is fueled by marquee investors like Bessemer Venture Partners and Koch Disruptive Technologies. This level of backing underscores the industry's belief that Optimal Dynamics is a foundational player in the future of global logistics infrastructure. Learn More About Fleet Profitability Unleashed: The Optimal Dynamics Advantage Zach Schuchart Optimal Dynamics | Linkedin Optimal Dynamics Optimizing for the Future: D.M. Bowman Embraces Decision Automation Shifting From Manual Grind to Automated Growth Driving Strategic Growth and Innovation with Decision Automation How Smarter Planning Leads to Stronger Performance Rapid Transformation and Record-Breaking Results at Grand Island Express During Freight Recession, BCB Transport Sees 19.6% Increase in Revenue Per Truck After Embracing Artificial Decision Intelligence The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

(00:00:00) Welcome to the Draft with Wilson and Wazz (00:00:25) Tire Troubles and Weather Woes (00:01:38) The Lightning Dilemma (00:04:27) A Toyota Sweep and Suarez's Victory (00:05:55) Amazon Prime's Impact on NASCAR Viewership (00:14:05) The Race's Reception and Demographics (00:20:00) Kyle Busch's Tragic Death and Racing Culture (00:28:16) Nicole Biffle's Lawsuit (00:32:17) RFK's Charter Plans and Preece's Penalty (00:37:37) Account Executive's Controversial Incident Daniel Suarez uses a non-red-flag red flag to grab a big Coke 600 win, while 23XI is chasing people around the garage in a golf cart. We talk about the latest NASCAR News, and make picks for Nashville!The Rundown- Coke 600 - Suarez makes the right strategy call- How is a lightning hold...also not a lightning hold?- Amazon Prime boosts the ratings- NASCAR News:- Kyle Busch medical update still leaves the question whether the schedule pressures drivers- RFK committed to running three cars, charter or not- 23XI employee suspended for...running a golf cart into an old man?- Driver and Sponsor News- Nashville - Our Paint Scheme Preview and PicksFind the latest episodes at InTheDraftShow.com, follow on Bluesky and Instagram @InTheDraftShow – and like the show on Facebook at facebook.com/InTheDraftShowThanks for listening!

Rancho Mesa's Alyssa Burley interviews Greg Garcia, Account Executive in the Landscape Group, as he talks about the recently proposed increases in workers' compensation insurance pure premium and what it means to landscape companies.Show Notes: ⁠Subscribe to Rancho Mesa's Newsletter⁠Director/Host: ⁠Alyssa Burley⁠Guest: ⁠Greg Garcia⁠Producer/Editor: ⁠Jadyn BrandtMusic: "Home" by JHS Pedals, “News Room News” by Spence© Copyright 2026. Rancho Mesa Insurance Services, Inc. All rights reserved.

We talk to Lex Evans, Account Executive for Epiphan Video about what they will be showcasing at booth C8719 in Central Hall. We also discuss their camera designed with lecture halls in mind and many other uses for their video solutions.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Comment atteindre un objectif annuel ambitieux de 3 millions d'ARR en New Business ?J'ai invité Grégoire Luel, sales manager chez Lemlist. Il est passé d'account executive à team lead en juillet 2025, puis sales manager. Il gère une équipe de 6 personnes (4 Account Executive + 2 inside sales). Son objectif : 3M€ d'ARR en New Business.Au 22 mai, il est à 38% de la target, avec de belles performances : 211% en janvier, 142% en février, 154% en mars et 163% en avril.Dans ce premier épisode, on revient sur les décisions prises en amont qui expliquent cette performance en début d'année et sur la période la plus difficile pour lui : le passage de top performer à manager.Ce que vous allez apprendre :Comment préparer un sales au passage manager pendant 1 an ?Team lead vs sales manager : la vraie différencePourquoi vouloir des "mini-soi" dans son équipe commerciale est le piège n°1 des nouveaux managers ?La méthode d'onboarding qui rend les commerciaux opérationnels et autonomes rapidementL'intérêt de mixer inside sales (vente transactionnelle) et AE (vente complexe) dans une même équipeComment donner des feedbacks sans casser la confiance de ses sales ?Les 4 paris pris cette année pour atteindre les 3M€ (culture commerciale, stratégie outbound, upmarket, vente multi-produit)Un épisode pour les commerciaux qui se posent la question du passage manager, pour les jeunes managers qui cherchent à trouver la bonne posture, et les VP Sales qui recrutent ou font évoluer des team leads.Cet épisode est le premier d'une série de 4. Pendant un an, je vais retrouver Grégoire à chaque fin de quarter pour faire le bilan de ses paris, voir ceux qui paient, ceux qu'il ajuste et ceux qu'il met de côté. ▬▬▬▬▬Où retrouver Grégoire Luel :LinkedIn : https://www.linkedin.com/in/gregoireluel/Où me retrouver :LinkedIn : https://www.linkedin.com/in/laetitiafall/Formation Closing OS : https://formation.vendue.fr/▬▬▬▬▬Soutenez l'émission ❤Abonnez-vous

At NAB 2026, Russell Pompea, Account Executive from Topaz Labs, discusses major advances in Topaz Video, including Starlight Precise 2.5 for restoring low-quality footage, SDR-to-HDR conversion, and Apple Silicon optimization. The conversation also covers Topaz's photography tools, model customization, subscription pricing, local vs. cloud processing, and shared responsibility for cloud security.  Show Notes: Chapters: 0:02 Introduction from NAB 2026 0:13 Topaz Labs booth and what's new 0:33 Updates to Topaz Video and Starlight upscalers 0:53 Upscaling, denoising, deblurring, stabilization, and HDR conversion 1:15 Starlight Precise 2.5 and low-quality footage restoration 1:40 Restoring older catalogs, DV footage, film scans, and documentaries 2:08 Babylon 5 upscaling and ongoing Topaz improvements 2:46 Apple Silicon optimization and M-series performance gains 3:24 Studio and post-production feedback shaping development 3:56 Topaz tools for photography and still images 4:56 Wonder models for photo restoration and noise removal 5:21 Model choices, customization, and deeper editing controls 6:11 Subscription pricing and Topaz Studio options 7:44 AI processing costs, cloud use, and on-device inference 8:25 Cloud processing, security, and in-house AI models 9:32 Shared security responsibility between vendors and customers 10:57 Where to learn more about Topaz Labs 11:07 Closing comments from NAB Support:      Become a MacVoices Patron on Patreon      http://patreon.com/macvoices      Enjoy this episode? Make a one-time donation with PayPal Connect:      Web:      http://macvoices.com      Twitter:      http://www.twitter.com/chuckjoiner      http://www.twitter.com/macvoices      Mastodon:      https://mastodon.cloud/@chuckjoiner      Facebook:      http://www.facebook.com/chuck.joiner      MacVoices Page on Facebook:      http://www.facebook.com/macvoices/      MacVoices Group on Facebook:      http://www.facebook.com/groups/macvoice      LinkedIn:      https://www.linkedin.com/in/chuckjoiner/      Instagram:      https://www.instagram.com/chuckjoiner/ Subscribe:      Audio in iTunes      Video in iTunes      Subscribe manually via iTunes or any podcatcher:      Audio: http://www.macvoices.com/rss/macvoicesrss      Video: http://www.macvoices.com/rss/macvoicesvideorss

How Agents Are Driving Operational Efficiency in B2B Commerce Featuring Derek Neff, Studio Science Derek Neff discusses how agentic commerce is transforming B2B buying through conversational AI, predictive purchasing, and operational efficiency. He shares how brands are using intelligent commerce experiences to simplify reordering, improve customer service, and create faster, more personalized buying journeys for dealers, service teams, and customers alike.   Manufacturing's Digital Future: How Agents and LLMs Are Transforming B2B Featuring Shane Smyth, Saltbox Shane Smyth explores how manufacturers are modernizing legacy commerce systems with AI-powered search, self-service buying experiences, and intelligent product configuration. The conversation highlights how agents can simplify complex B2B processes such as warranty claims, replacement parts, and post-purchase support while helping manufacturers deliver more efficient, scalable customer experiences.   The Concierge Experience: Agentic Commerce in Luxury and B2B Featuring Trish Myers, Account Executive with Salesforce Trish Myers explains how agentic commerce is creating personalized, concierge-style shopping experiences across both luxury retail and B2B commerce. She shares how AI agents are helping brands accelerate the path from product discovery to purchase through conversational recommendations, cross-channel support, and more intuitive customer interactions. Show Highlights: Agentic commerce and the future of AI-driven buying experiences Conversational AI for B2B ordering and customer service Manufacturing digital transformation with intelligent commerce platforms Search-first commerce experiences powered by LLMs and agents Warranty claims, replacement parts, and post-purchase automation Personalized luxury and retail shopping with AI concierge experiences Unified data, operational efficiency, and scalable commerce innovation Follow and Review: We'd love for you to follow us if you haven't yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We'd love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select "Ratings and Reviews" and "Write a Review," then a quick line with your favorite part of the episode. It only takes a second, and it helps spread the word about the podcast. *** Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com. Let them know I sent you.  

Although most procurement professionals are familiar with group purchasing organizations (GPOs), they may not have experience working with one. That can leave them wondering about adding complexity, and - most of all - what the ‘catch' is.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Clay Kopp. Clay is an Account Executive at Una, and this conversation is part of an ongoing series focused on the members of the Una team.  Clay's background is in the fast‑paced world of transportation and logistics sales, and he now sits on the front lines of inbound and outbound GPO conversations. Clay shares what he has learned about procurement and GPOs from buy side members and supplier partners: How he walks people through Una's “free to the member” model  Different levels of procurement maturity and how that changes the way they approach or incorporate a GPO Real life examples of how Una has been able to help procurement teams increase their impact Links: Clay Kopp on LinkedIn

Send us Fan MailThank you, Steve Garraty, for making today's episode possible!Our next guest beat leukemia as a kid, got cut from a football team that “doesn't cut anyone,” and still grew up believing the hard thing wasn't a sign to quit, it was proof he was built for it. That's why this conversation with Bishoy Tadros hits so deep for anyone thinking about fatherhood, resilience, and what it really means to lead at home.  Bishoy is the author of two acclaimed books—Break Barriers: How Setbacks Can Dare You Rather Than Define You and Audacious: Uncaging Your Authentic Self—and the creator and host of the Mile 40 Podcast. Mile 40 has quickly become a standout in the health, wellness, and personal growth space, known for its compelling interviews with athletes, entrepreneurs, and thought leaders who have turned adversity into opportunity.  He is also a very talented Sr. Account Executive for SalesForce.We talk about his family's immigrant journey from Egypt to the United States for treatment, and the three values his parents modeled through action: patience, perspective, and purpose. Bishoy explains how his dad, a Coptic Orthodox priest, served a community with calm consistency without forcing religion on anyone, and how that example shaped how he shows up as a husband and a dad. We also get honest about a modern parenting challenge: how do you teach empathy, selflessness, and healthy struggle when your kids grow up with more comfort than you did?Then the story pivots to the moment that gave Beshoy's own podcast its name. After reaching Wall Street and realizing achievement didn't equal fulfillment, he chased a long-buried athletic identity and trained for an Ironman 70.3. At mile 40, dehydrated and ready to quit, he used one simple tool to finish: celebrate small wins, one mile at a time. That mindset helped him run marathons, raise serious money for charity, and become the first Egyptian to complete all seven World Marathon Majors.If you care about parenting, mindset, endurance, and values-based leadership, you'll want to hear this one. Subscribe, share it with a dad who needs a boost, and leave us a review so more people can find the show.Support the showPlease don't forget to leave us a review wherever you consume your podcasts!  Please help us get more dads to listen weekly and become the ultimate leader of their homes! 

In this episode of ILTA Voices, ILTA's DEI Committee member, Anna Corbett, sits down with JJ Thompson and Giles Thompson of Avvoka for an open, practical, and deeply human conversation about neurodiversity in the legal profession and beyond. Together, they explore how workplace culture, technology, and leadership choices can look and feel under different approaches to inclusion. This episode offers concrete takeaways for attorneys, managers, and leaders who want to build workplaces where people can do their best work—without having to hide how their brains work. Whether you're neurodivergent yourself, manage diverse teams, or simply care about designing better systems for everyone, this conversation will leave you with new language, new perspectives, and plenty of hope for what's possible. Want to learn more about DEI at ILTA? Visit https://www.iltanet.org/resources/dei to explore resources or get involved. Speakers: Giles Thompson, CRO, Avvoka JJ Thompson, Account Executive, Avvoka Moderator: Anna Corbett, Practice Innovation Strategist, Akin Gump Strauss Hauer & Feld LLP

Rancho Mesa's Alyssa Burley and Account Executive of the Surety Department Josh Hill talk about two senate bills that are reshaping California's private construction sector.Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠.Host: ⁠⁠Alyssa Burley⁠⁠Guest: ⁠⁠Josh HillProducer/Editor: Megan LockhartMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

Stop triggering basic AI workflows and start deploying autonomous sales agents that generate real revenue 24/7. AI Operator founder Tim Cakir reveals how to build a fully automated AI sales team—including an SDR, Account Executive, and CRO—using Claude Code and Notion. Learn how to manage your AI workforce directly in Slack and let AI handle the tedious admin work, freeing you up to focus on high-level strategy and human connection. TIMESTAMP00:00 Introduction: AI Agents vs. Workflows01:00 Getting Started with AI Sales Systems02:00 Using Claude Code in the Terminal04:00 Why Prompt Engineering is Dead05:30 Using AI Plan Mode for Better Results07:00 Building an AI CRM in Notion09:00 Creating Autonomous AI Sales Teams11:00 Managing Your AI Workforce in Slack13:00 Organizing AI Projects Using Folders15:00 Managing AI Productivity and Avoiding Burnout17:00 Syncing AI Projects with GitHub19:00 Creating SOPs and Customizing AI Context21:00 The Future of Work: Voice Interfaces and AR Glasses23:00 AI Project Management in Notion25:00 Will AI Make Us More Human?27:00 How to Keep Up With AI Trends

Great marketing does not start with your product. It starts with your customer. In this conversation, I speak with marketing strategist Scott Hornstein about why storytelling, customer research, and trust are the real drivers behind successful brands. Scott shares lessons from decades in marketing, including his work with IBM and major technology launches, and explains how companies often fail when they focus on themselves instead of the people they serve. You will hear how listening to the voice of the customer can reshape messaging, build trust, and unlock growth. Scott also reflects on entrepreneurship, resilience, family, and the mindset required to get back up after setbacks. I believe you will find this conversation both practical and encouraging as you think about how relationships and trust shape business success. Highlights: · Creativity in Queens – Scott reflects on how music and culture shaped his early creativity.04:10 · From Literature to Marketing – His love of books leads him toward storytelling and marketing.12:57 · Learning to Experiment – A mentor teaches the value of trying ideas and learning from failure.20:46 · The Customer as the Hero – Scott explains why marketing must center on the customer.31:48 · Customer Insight Drives Messaging – Research helps reshape a company's message and market entry.41:23 · Resilience Through Setbacks – Scott reflects on perseverance in life and business.50:59 Top of Form Bottom of Form About the Guest: I currently live in Reston VA, my wife and I having moved there to be close to our 2 daughters and our 2 granddaughters. I am an independent business consultant specializing in storytelling – which embraces marketing, research, and content. Family is the most important thing in my life and it has taught me that lasting relationships, business and personal, are steeped in empathy and commitment. I was born in Manhattan on July 25, 1950. My parents soon moved the family to the up-and-coming borough of Queens. I attended the public schools in and around Forest Hills.  Writing was always my goal. I graduated NYU as an English major.  Upon graduation I traveled, then pursued my (naïve) dream of living as an artist – as a writer, an actor, and a musician. I wrote plays for the brand-new cable industry, wrote for a movie-making magazine, was in several off-off Broadway plays, worked as a pick-up musician. I helped in the office for a former professor to earn subway money. Got tired of starving to death. Took a job with CBS in the Broadcast Center, pulling together the Daily Log for the local station. Then, got hired to answer Bill Paley's mail. Then, I was hired as a marketing manager for Columbia House where I got some of the best advice – keep going. I met this guy from my neighborhood while commuting to my job in Manhattan. Turns our he worked for Y&R and said they were looking for someone. I interviewed and jumped over to agency-side work as an Account Executive, then Account Supervisor, then, going back to my roots, copywriter and eventually Creative Director. The entrepreneurial life has been a roller coaster, but I have been blessed to work with some brilliant people in marketing and sales, and some great companies. It allowed me to understand how I can really help my customers become successful in the long-term. Ways to connect with Scott**:** LinkedIn Medium www.hornsteinassociates.com About the Host: Michael Hingson is a New York Times best-selling author, international lecturer, and Chief Vision Officer for accessiBe. Michael, blind since birth, survived the 9/11 attacks with the help of his guide dog Roselle. This story is the subject of his best-selling book, Thunder Dog. Michael gives over 100 presentations around the world each year speaking to influential groups such as Exxon Mobile, AT&T, Federal Express, Scripps College, Rutgers University, Children's Hospital, and the American Red Cross just to name a few. He is Ambassador for the National Braille Literacy Campaign for the National Federation of the Blind and also serves as Ambassador for the American Humane Association's 2012 Hero Dog Awards. https://michaelhingson.com https://www.facebook.com/michael.hingson.author.speaker/ https://twitter.com/mhingson https://www.youtube.com/user/mhingson https://www.linkedin.com/in/michaelhingson/ accessiBe Links https://accessibe.com/ https://www.youtube.com/c/accessiBe https://www.linkedin.com/company/accessibe/mycompany/ https://www.facebook.com/accessibe/ Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can subscribe in your favorite podcast app. You can also support our podcast through our tip jar https://tips.pinecast.com/jar/unstoppable-mindset . Leave us an Apple Podcasts review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts. Transcription Notes: Michael Hingson  00:00 Access Cast and accessiBe Initiative presents Unstoppable Mindset. The podcast where inclusion, diversity and the unexpected meet. Hi, I'm Michael Hingson, Chief Vision Officer for accessiBe and the author of the number one New York Times bestselling book, Thunder dog, the story of a blind man, his guide dog and the triumph of trust. Thanks for joining me on my podcast as we explore our own blinding fears of inclusion unacceptance and our resistance to change. We will discover the idea that no matter the situation, or the people we encounter, our own fears, and prejudices often are our strongest barriers to moving forward. The unstoppable mindset podcast is sponsored by accessiBe, that's a c c e s s i capital B e. Visit www.accessibe.com to learn how you can make your website accessible for persons with disabilities. And to help make the internet fully inclusive by the year 2025. Glad you dropped by we're happy to meet you and to have you here with us. Well, hi everyone, and welcome once again to another episode of unstoppable mindset today. Our guest is Scott Hornstein, although when he came into the Zoom Room, I said, is it Hornstein or Hornstein? And of course, he also understood, because we're both of the same age, and are both fans of Young Frankenstein, who always said that his name was really pronounced Frankenstein. But you know, you have to have to know Gene Wilder for that. But anyway, if you haven't seen that movie, you got to see it. Mel Brooks at his best, but Scott is a marketing person and specializes a lot in storytelling, which fascinates me a lot, because I am a firm believer in storytelling, and I know we're going to have a lot of fun talking about that today. So Scott, I want to welcome you to unstoppable mindset. We're really glad you're here. Scott Hornstein  02:20 Thank you so much, Michael. I have to start by saying I have great respect for your work, and this is really quite a privilege for me. Thank you very much. Michael Hingson  02:32 Well, thank you. You're a long way from where you were born, in New York, in Manhattan. Now you're in Reston, Virginia, but that's okay. Well, you're not that far. It's just a short train ride, a few hours. Scott Hornstein  02:41 I That's true. That's true, although with that particular train, you can never be sure exactly how long it's going to be good Michael Hingson  02:52 point, yeah, yeah, good point. It is one of the things one has to deal with. But that's okay. But, you know, I've taken that train many times, and I've taken the the Metro liner as well, and also just the regular train. And I like the trains. I enjoy the train. I wish we had more of them out here. Scott Hornstein  03:15 I do too. I when it a long time ago in business, when I had a client here in DC, and I was living in Connecticut, I started taking the train, and it was so superior to flying. Oh yeah. And then recently I was, as I was mentioning to you, I was in Germany and taking the trains there is just wonderful. It's so superior. Michael Hingson  03:47 Yeah, I wish we would have more of them out here. If I, for example, want to take a train to San Francisco from where I live in Victorville, the only way I can do it is to take a train at roughly four in the morning to Los Angeles and then transfer on a train to go to San Francisco, which is no fun. I'll fly because it's it's kind of crazy, but I like the trains, and wish we wish we had more of them all over, and wish more people would use them. It's a lot better than driving, and it's a lot more pleasant. When I lived in the east, there were any number of times that I knew people who would travel from like Bucks County in Pennsylvania to New York Wall Street people, and they would go two, two and a half hours on the train every day and back again. And they formed discussion groups or other sorts of things. They they made it a part of their regular day, and it was there was nothing to them to do that. Scott Hornstein  04:54 And to them, I say, God bless. I am not in love with commuting, right? Yeah. Michael Hingson  05:00 Well, I understand that. I appreciate that, but they, they did well with it, and so good for them, or, as I would say in Australia, good on them. But you know, well, why don't we start tell us a little bit about you, maybe growing up in the early Scott and all that stuff. Let's start with that, sure. Scott Hornstein  05:21 First one brief aside about Young Frankenstein when I was living in Connecticut, I would go to the theater in Stanford, and for one performance, my tickets were at the will call, so I went up to the ticket booth, gave them my name, and the woman be on the other side of the iron bars keeps throwing her head to the side, wanting me to look over to my left, and I finally look over to my left, and there's Gene Wilder. Oh my gosh. What an enormously tall individual, very gracious, very nice. In any case, yes, Michael Hingson  06:06 with him, did you? Did you talk with Scott Hornstein  06:09 him just for a moment, just for a moment, you know, just Mr. Wilder, how nice to meet you. And he said a couple of nice things. And that was about it. Still, we all went to see the to see the show. Still, it was quite a thrill for me. What show I do not. Oh, that was, oh, no, excuse me. That was the the madness of King Charles, madness of King George. King George. But he was quite mad, and the play is excellent, excellent. Well, anyway, in any case, I grew I was born in Manhattan. I spent the first couple of years of life on the west side. I don't remember much of that. But my parents quickly moved us out to Queens, which at that point was rather undeveloped. You could get a lot more for your money, and we have lived in an apartment building. And around our apartment building was nothing but empty lots. It was just not developed yet. But it was a great place to grow up because the there was so much going on in those years and so much so much music that was going on. The first recollection I have, in light of all the talk about vaccines and healthcare and all of this is I really remember that polio was a real thing there, and I remember kids with the braces on their legs. And I remember that when one of my friends got chicken pox, that the mothers would get us all together and have a play date so that we got chicken pox too. Okay, but it was, Michael Hingson  08:20 I'm sorry, remember, I remember getting the polio vaccinations, even starting in kindergarten, Scott Hornstein  08:24 yes, yes. And it was such a remarkable thing at that time. We all thought it was like a miracle. And, and Jonas Salk, I mean, he was like, such a hero, yeah. The other thing, so I, we were out in Queens, in an area that's the larger area is called Forest Hills, and it was, it was a great place, because the the whole museum, whole music scene was just exploding. So I'm moving on until my junior high school and high school years, and it was just all over the place. Yes, we were playing in bands, but also there were these wonderful venues to go to. And there was the subway. If my parents only knew where I really was, we would get on the subway, go down in the village, go to all the cafe bar Gertie spoke city, all these places to hear the this wonderful mind changing music. And by mind changing, I don't mean drugs. I mean mind changing that it was, it was just everything in life. Michael Hingson  09:57 And there's nothing like hearing a lot. Music, Scott Hornstein  10:01 even to this day, it's my very, very favorite thing to do. Yeah, and so many musicians and artists came out of that area. I not being one of them. But it was so exciting. Michael Hingson  10:27 I remember when we lived in New Jersey, and I would commute into New York. I heard, for example, even then, and it was in like 96 to beginning of 2002 Woody Allen on Monday night would play his clarinet somewhere. And less, less, Paul was still doing music and playing music at the meridian ballroom. And you can even take your guitar in and he would sign it for you Scott Hornstein  10:55 the it was Joe's Pub. Woody Allen would right. And I went there a couple of times to see him. Of course, it was so pricey that we had to kind of sneak in have one beer, yeah, Michael Hingson  11:16 but still, it was worth doing. Scott Hornstein  11:19 And then they Yeah, and they were great clubs. I think that was, there's certainly the blue note for jazz that I went to a lot. And then there in Times Square, there was iridium, which was where I was able to see Les Paul, right? And many of those greats. Michael Hingson  11:42 Yeah, I never did get to go and get my guitar signed, and now it's too late. But oh, well, do you play? I play at it more than anything else. My father, I think, even before the war, before World War Two, or somewhere around there anyway, he traded something and got a Martin grand concert guitar. Oh, still, I still have it. That's wonderful. What a wonderful sound it is. Scott Hornstein  12:15 What a wonderful story. Yes, I play as well. I And growing up very early on, I decided I wanted to be Ricky Nelson. Oh, there you go. But I quickly learned that I was not going to be Ricky Nelson. However, the guy that was standing behind him playing guitar, now that might be something that I could do. So yes, so I picked it up, and I played in all the bands and then, which quickly taught me that I was not cut out for rock and roll, that I wasn't very good at it, but it led me into many other avenues of music, certainly listening, certainly being part of that scene, I'd go see friends of mine who could play well rock and roll and And that was so exciting for me. And then I, I played in pickup bands through college. So on a weekend night there would be a wedding, Bar Mitzvah, and this guy, I forget his name, piano player, he he got all the gigs and Howie was the first choice for guitar, and if Howie wasn't available, they'd call me. Michael Hingson  13:47 There you go, hey. So second choice is better than no choice. Absolutely. Scott Hornstein  13:54 I i enjoyed it thoroughly and that they paid me money to do this. There you go, right, inconceivable to me. Michael Hingson  14:05 So what did you major in in college? Scott Hornstein  14:10 Well, I started off majoring in biology, and there you go. And why I chose biology is is a mystery to this day, it didn't last long. I cycled through a number of things, and I graduated with a degree in literature, in English, particularly American literature, which is not quite the same as learning a trade. But you know it, it was consistent with with who I was at that time. I was the guy who, if he went out the door, would have two books with him, just in case I finished one. I didn't want to be left at sea, so a voracious reader couldn't stay away from the theater. So it was very consistent with who I was and and it was good for me, because I think through things like like literature and fiction and biography, you learn so much about the world, about how different people are confronted with challenges, how they process their lives, how they overcome these challenges or not or not, it just exposes you to so much. Michael Hingson  15:49 Yeah, and so I'll bet you had some challenges finding some sort of real, permanent job after getting a degree in English? Scott Hornstein  16:03 Yes, I did. But when I got out the idea of it didn't cross my mind that people actually would not earn a great living by being just an artist. What did I want to do? I wanted to write. I wanted to be involved in music. I wanted to act. I did all these things until the point when I got thoroughly fed up with being poor, with not having a dime in my pocket. Ever starving to death is, is sort of what you would call it. Yeah, yeah. You know, I did. I have modest success. Yes, I was able to keep myself off the streets, but no, it was no way for a career. It was no way to even be able to afford your own apartment, for gosh sakes. So I from there i i had done a lot of promotion for the different things that I was involved in, trying to get audiences, trying to get awareness of what I was doing, and that led me to have some contacts inside of CBS. And when I started looking for a job, I started talking to these folks, and they offered me a job. So here I was, and actually gainfully employed. Michael Hingson  17:44 What was the job? Well, I Scott Hornstein  17:47 was sort of a gopher for my first job. Mostly what I did was type, but I do have one good story for you. So I was down in the depths of the CBS Broadcast Center, which is all the way on the west side of 5017 and it's an old milk factory, so which they had converted to broadcast purposes. And so there were long holes, and the halls would always slope down. And there was one day where I was late for a meeting, and I came running down the halls, and there are always these swinging doors, I guess, for in case there's a fire or something, and I'm bursting through the doors, and I go running, and I burst through the next set of doors, and I'm running, and I burst through the next set of doors, and I knock this guy right on his bum. I pick him up, I dust him off. I say, I am so sorry. He says, Don't worry about a thing. It's all fine. I continue running. A friend of mine grabs me and says, Did you see Paul Newman? Michael Hingson  19:10 There you are. Scott Hornstein  19:12 So I have the unique entry on my resume of knocking Paul Newman to the ground. Michael Hingson  19:22 I Well, at least he was civil and nice about it. Scott Hornstein  19:26 He was very nice about it, though. Yeah, so I worked there and then through my writing, because I was writing for a film magazine at night, which, of course, didn't pay a cent, not a cent, but I got to go to all the premiers, and I got to meet all the people and interview all the people so whatever. So through that, I was able to go over to the main building and answer letters for Bill Paley, who was the. Michael Hingson  20:00 Chairman, Chairman, I said, Yes, right, Scott Hornstein  20:02 and it was my job to explain to everybody why Mr. Paley, I never called him, Bill, never, nobody, no, no, why he was right and they were wrong. That was my job, and that I did that for a little while, I can honestly say that I enjoyed having money in my pocket, but that was not the most fulfilling of jobs, and from there, I was able to go over and get my first marketing position, working for the Columbia record and tape Club, which was part of CBS Records at that time. And when I Ben or Dover was the president of Columbia House at that time, and when he made me the offer, he gave me one of the great life lessons that I've I've ever had. And he said, Scott, if you sit in your office and you do exactly what I ask you to do, and you do it on time, and you do it perfectly, we are not going to get along. But if you are out there and you're trying this and you're trying that, and this works, and that doesn't work, but you get up and you keep trying, we're going to be fast friends. Interesting. Yeah, yeah. That's something that has stayed with me my whole life. One of the great pieces of advice that I've ever gotten, Michael Hingson  21:57 well the for me, what's fascinating about it is thinking about how many people would really do that and allow that to happen, but it's really what more people should be doing. I've I've always maintained that the biggest problem with bosses is that they boss people around too much, rather than encouraging them and helping them and using their own talents to help people be more creative. When I hire sales people, the first thing I always told them was, well, the second thing because the first thing I always told them was, you need to understand right up front if you're going to sell here, you have to learn to turn perceived liabilities into assets. And that's got a story behind it. But the second thing that I always talked about was my job isn't to boss you around. I hired you because you convinced me that you're supposed to be able to do the job, and we'll see how that goes. But you should be able to but my job is to work with you to figure out how I can use my talents to help you and to enhance what you do to make you more successful. And the people who got that did really well, because we usually did things differently, and we both learned how to figure out and actually figure out how to work with each other and be very successful. But the people who didn't get it and wouldn't try that, generally, weren't all that successful. Scott Hornstein  23:26 Not terribly surprised, sir. You know, I think that people miss the the humanity of all this. And that if we bring our respective strengths and work together, that it's going to be a more complete and more successful whole than if I try and dominate you and tell you what to do, right, just that hasn't been a successful formula for me. I have never done well with people who tried to tell me exactly what to do, which is probably why I went out on my own. Probably why, in the greater scheme of things that I I did well, working for people from Columbia House. I met this guy on the train, and we got friendly, and he said he worked for an advertising agency, and they were looking for somebody would I be interested in interviewing? And this was with the young and Rubicon. And I did get the job, and I did work my way up to an account supervisor. And then i i said, i. Hate this, and I went back to be a copywriter and worked my way up to be a creative director. But, you know, I went on my own on January 1 of 86 and it was like a liberation for me, because at that point there was a new a new president of the division that I worked for, and he was not a nurturing individual. He was more of the dominant kind of you'll do what I tell you to do. Didn't sit well with me at all, and I had the opportunity to go on my own. So I I packed up my dolls and dishes, and I walked in on January 2, and I said, Bill, I quit. Michael Hingson  26:02 There you go. Was it hard for you to do that? Scott Hornstein  26:11 You know, at that point? So I here I am. I'm a creative director. I got the office on Madison Avenue, and I'm doing freelance all over the place, not only because it was extra money, but because it was it was fueling my creativity. It was giving me something back. It was fun. And I really like to have fun. I have so much fun working with people and that interaction that that humanity, the spark of humanity. So I was doing a lot of freelance, and I wrote this proposal for this one design group who was near where I was living at that time, and it got sold. So they said, Do you want to you want to work on it? And at that point in my life, I didn't have any responsibilities. I had a studio apartment there that was real cheap. And I said, If I don't try this now, yeah, I don't think I'll ever try it. So that's what I did. I quit, and I walked out the door into the great unknown, Michael Hingson  27:39 and the entrepreneurial spirit took over. Scott Hornstein  27:43 It did, and it worked well for about six, seven months, and then we got to the summertime, and I couldn't get arrested for a while. But you know, you have to take it one day at a time. And I figured, all right, well, let's just be open and network and see what's going on. It's not the time to quit. It's not the time to go back and get a job. And I was fortunate in that I was sitting at the desk one day, and this one guy called me, and I had met him before his folks ran one of the biggest, or actually the biggest, telemarketing agency in New York at that time, and I had met, met this fellow, and he said, I got this project. I've been asking around for creative source, and three people gave me your name. So I figured, well, let's go talk. And that turned into a very, very good situation for me, it gave me a lot of responsibility and a lot of leeway to take all the things that I had learned and put them in service of my client and I had a ball. I loved it. The only thing I didn't love was the and I did love this for a while was the constant travel. Now, everybody doesn't travel, and they're all sitting in their rooms at home, looking at screens. But that was that was a great opportunity for me to to spread my wings and to take and I learned so much one of the. Initial assignments I had was for IBM and IBM at that time was, was Mount Olympus. Oh my gosh, working for IBM, and I worked in tandem with this research group. We were all working on the introduction of the IBM ThinkPad and what these folks, they had a methodology they called voice of customer research, which was a qualitative research we're talking to decision makers from a carefully prepared Interview Guide to come up with the attitudes, the insights that we could put together to to come up with a solution. And I was fascinated by this of how to tap into what what the customer really wants by talking to the customer. How unusual. Michael Hingson  31:16 What a concept. Oh yeah. I mean Scott Hornstein  31:19 then and now, it's still the operative phrase of this would be a wonderful business, business, if it wasn't for all those annoying customers and and this just turned that on its head. That's another thing that I learned that has stayed with me through my entire career, is that for the the storytelling, and what I mean by storytelling is, is two things. Is, first, you know all your stories are going to come from what you consider to be your brand, but if you're not developing your brand according to the wants, the needs, the desires, the expressed future state that your Customers want, then then you're wide of the mark. So I was able to bring this in, and I think do a much better job for my customers. Now, the way that relates into storytelling is that you're you're able to take what you do and put it into the story of how your customer succeeds with the hero in the hero's journey, is Michael Hingson  32:55 your customer, your customer? Why do you think that is such a successful tactic to use, Scott Hornstein  33:02 because everybody else is completely enamored of themselves. When other companies craft their their brand, it's mostly because why they think they are special and what their vision tells them is their future. And quite frankly, most customers really don't care when, when a new customer first confronts you and your brand. They ask three questions, who are you? Why should I care? And what's in it for me? And if you can't answer those, if the story that you tell whether complete or in fragments or in in different parts according to where they are on their consideration journey. It doesn't resonate. It doesn't resonate. Hey, I have the best technology out there. I have brilliant people working on this technology. And guess what? Your technology? Somebody will eat your technology in 18 months, and I don't care, I want to know. What does it do for me? Michael Hingson  34:28 Yeah, as opposed to saying, After asking enough questions, I have technology that will solve this problem that you have identified. Let me tell you about it. Is that okay? Exactly? Scott Hornstein  34:44 Yeah, exactly. And as odd as it sounds, that helps you to stand out in the field, in a crowded Michael Hingson  34:55 field, it does, but it's also all about the. Relating to the customer and getting the customer to establish a rapport and relating to you. And when you, as you pointed out, make it about the customer, and you talk in such a way that clearly, you're demonstrating you're interested in the customer and what they want they're going to relate to you. Scott Hornstein  35:24 There's two, two things in there that, well, there's a million things in there that are particularly true. And the first is not only recognizing and and internalizing the goals of your client, but also opening yourself up and saying, these are people. These are humans. And the other real distinguishing fact that a lot of people don't either realize or embrace is that in business to business, and I've spent most of my life in business to business, it's all personal. It's all about personal connections. It's all about trust. And call me crazy, but I am not going to trust a machine. I will have confidence in technology, but my trust is going to be placed in the human through this, one anecdote that that is has really impressed me is that I was doing one of these interviews once, and I was talking to the CEO of of this company. And I said, Well, you know, I of course, I'm working for company A and you've been a client for a long time. What's, what's the greatest benefit that you get from this company? And without hesitation, he said, our salesman. Our salesman is part of our team. He understands who we are, he knows what we need, and he goes and he gets it. So that kind of that, to me, has always been a touchstone on things. Michael Hingson  37:43 Well, the fact that the salesman earned that reputation, and the President was willing to acknowledge it is really important and crucial. Scott Hornstein  37:56 And within that, I would say the very important word that you used is earn. You need to earn that trust. Sure it doesn't come just because you have brilliant technology. It's all people. It's all personal, all people. Michael Hingson  38:20 And that's success, the successful sales people are people who understand and work to earn trust. Scott Hornstein  38:32 Well said, and I think that particularly in this age of accelerating remoteness, that this concept of earning the trust and the person to person becomes a compelling competitive differentiator. And I think that that telling the story of of how you make your customers successful, of the role you play, of where you're going, this allows you to bridge some of those troubled waters to people who are sitting remote. It helps you to open your ears you know where you're going, so you can listen, yeah, Michael Hingson  39:40 well, and that's an extremely important thing to to keep in mind and to continue to hone, because bottom line is, it's all about, as I said, trust, and it certainly is about earning, and that isn't something you. First, it's something that you understand. Scott Hornstein  40:04 It's a gift that can only be bestowed on your customer. You can want it, but they're the only ones who can give you. Your brand is the meal you prepare. You but your reputation is the review, right? So, yeah, you gotta earn that trust. Michael Hingson  40:32 So how long so you you own your own company? How long has the company been in existence? Scott Hornstein  40:40 I Well, let's see. I went on my own on January 1 in 1986 and I am still without visible means of support. Michael Hingson  40:58 Well, there you go, same company all along, huh? Scott Hornstein  41:03 I Yeah, you know, do different work with different people, sure, but yes, it's still me. Michael Hingson  41:13 It's still, do you actually have a company and a name or anything like that? Scott Hornstein  41:17 I did. I did for a long time. I operated under Hornstein associates, okay, and recently I have dropped that and I just work as myself. I think that I had employees, then I had expandable, retractable resources then, and I'm not so interested in doing that right now. I am interested in working as and I love working as part of a team. Collaboration is my middle name. I might not have put that on my resume, but yeah, and I'm just, I'm really just interested in being me these days. Michael Hingson  42:13 That's fair. There's nothing wrong with that. No, well, in your current role, what do you think is the greatest contribution you've made to your clients, and I'd love an example, a story about that. Scott Hornstein  42:28 I would love to tell you a story. Oh, good. So one of my clients is a manufacturer. And they manufacture of all things, barcode scanners, as you would use in a warehouse and in a warehouse, absolutely everything, including the employees, has a barcode. Theirs is different than the the ones that you would normally see, the ones that like have a pistol grip. These are, these are new. It's new technology. They're ergonomically designed. They sit on the back of your hand. They're lightweight. They have more capabilities. They're faster and more accurate. Well, that sounds like sliced bread. However, they had a big problem in that all the scanners in all the warehouses come from the titans of the universe, the Motorola's, the great big names and these great, you know the old saying of Nobody ever got fired for buying IBM. Well, you know, if they need more scanners. Why would they go elsewhere? They just go back and get the same thing. So the the big problem is, is how to penetrate this market? And we did it. I worked with them in a number of ways. The first way was to conduct interviews, qualitative interviews, with the executive team, to come up with their their brand. What did they think? What did they think that was most important? And they said, clearly, the productivity gains, not only is this faster, not only can we prove that this is faster, but the the technology is so advanced that now we can also give you. Information from the shop floor. Well, then we talked to their their partners, who were already selling things into these warehouses. And we talked to a number of companies that were within their ICP, their ideal customer profile, I think that's very important to be prospecting with the folks who can make best use of your products and services. And what we found is that it wasn't just the productivity, it was that we solved other problems as well, and without going heavily into it, we solved the a big safety problem. We made the shop floor more secure and safer for the workers. So we changed the message from Warehouse productivity to the warehouse floor of making each employee safer, able to contribute more and able to have a better satisfaction, and that we were able to roll out into a into great messaging. The initial campaign was solely focused on the workers, and our offer was We challenge you to a scan off our scanners, against yours, your employees, your products, your warehouse. Let's have a head to head competition, because we then knew from these interviews, from working with the partners, that once these employees got the ergonomic the lightweight, ergonomic scanners on their hands, and realized how much faster They were, and how much safer that they were, that they would be our champions. And in fact, that's what, what happened. I can go deeper into the story, but it it became a story. Instead of coming in and just saying, boost your productivity, it's the scanners work for your your overall productivity. It helps you to keep your customers satisfied, your workers, one of the big problems that they're having is maintaining a stable and experienced workforce, this changed the characteristic of the shop floor, and it changed the character, how the employees themselves described their work environment. So we were able to take that and weave a story that went from one end of the warehouse to the other with benefits for everybody in between. So you said, What is the the one you said, the greatest benefit, I would say the contribution that I'm most proud of, it's that it's to recast the brand, the messaging, in the form, in the shape of the customer, of what they need, of helping them to achieve the future state that they want. And I'm sorry for a long winded answer, Michael Hingson  49:10 yes, that's okay. Not a not a problem. So let me what would you say are the two or three major accomplishments or achievements in your career, and what did they teach you? Scott Hornstein  49:26 Well, you know, I think the the achievements in my career, well, the first one I would mention was incorporating that, that voice of customer research, bringing the customer to the planning table, letting the executives, the sales people, the marketers, unite around, how does the customer express their hopes, their dreams, their challenges? I would say the second. Uh, is this idea of taking all of the content of all of the messaging and and unifying it? Some people call it a pillar view. I call it storytelling, of relaying these things so that you are giving your prospects and your customers the information that they need when they need it, at the specific point in their consideration journey, when this is most important, and it might be that a research report for a prospect that talks about some of the challenges in the marketplace and what's being done, it might be as simple for a customer as a as a video on how do you do this? You know, how do you screw in a light bulb? Oh, here it is. Everybody's used to that. The the third thing, and, and this is something, forgive me, for which I am, I am very proud, is that now I take this experience and this expertise, and through the organization called score, I'm able to give this back to people who are are trying to make their way as entrepreneurs Michael Hingson  51:35 through the Small Business Administration. And score, yes, Scott Hornstein  51:40 very proud of that. I get so much for from that. Michael Hingson  51:46 Well, what would you say are maybe the two or three major achievements for you in life, and what did you learn? Or what did they teach you? Or are they the same Scott Hornstein  51:57 I did? Well, I would say they're they're the same, and yet they're a little bit different. The first one is, is that it's only very few people who lead the charmed life where they are never knocked down. I'm not one of those people, and I've been knocked down several times, both professionally and personally, and to get back up, I to have that, and you will forgive me if I borrow a phrase that indomitable spirit that says, no, sorry, I'm getting back up again. And I can do this. And it may not be comfortable and it may not be easy, but I can do this. So there was that I think that having kids and then grandkids has taught me an awful lot about about interpersonal relationships, about the fact that there isn't anything more important than family, not by a long shot, and from these different things. I mean, certainly, as you I was, I didn't have the same experience, but 911 affected me deeply, deeply and and then it quite frankly, there was 2008 when I saw my my business and my finances sort of twirl up into the sky like like the Wizard of Oz, like that house in the beginning, Michael Hingson  54:09 but still, Scott Hornstein  54:16 And I persevere, yeah. So I think that that perseverance, that that focus on on family, on humanity. And I would say there's one other thing in there, is that. And this is a hard one. Observation is that I can't do anything about yesterday, and tomorrow is beyond my reach, so I I have to take Michael Hingson  54:56 today, but you can certainly use yesterday. As a learning experience, Scott Hornstein  55:01 I am the sum of all my parts, absolutely, but my focus isn't today, and using everything that I've learned certainly. You know, I got tongue tied there for just a minute. Michael Hingson  55:19 I hear you, though, when did you get married? Scott Hornstein  55:25 I got married in 87 I I met my wife commuting on the train to New York. Michael Hingson  55:35 So you had actually made the decision to could to quit and so on, before you met and married her. Scott Hornstein  55:43 No, no, I was, I was I met her while I still had a job in advertising. That's why I was commuting to New York. And you know, in the morning there was a bunch of us. We'd hold seats for each other and just camaraderie, yeah, you know, have our coffee. Did she? Did she work? She did she did she was she joined the group because she knew she had just gotten a job in New York. And of course, for those who don't know New York? When I say New York, I mean Manhattan, the city. Nobody thinks of any of the boroughs Michael Hingson  56:27 as part of New York. Scott Hornstein  56:31 And yeah, I and one day gone in, she fell asleep on my shoulder, and the rest is history. There you go. Michael Hingson  56:41 What So, what did she think when you quit and went completely out on your own? Scott Hornstein  56:48 I you know, I never specifically asked her, but I would think that she would have thought that maybe I was not as solid, maybe not as much marriage material, maybe a little bit of a risk taker. I did not see it as as taking a risk, though, at that time, but it was actually great for us, just great for us. And yeah, met there, and then I quit. Shortly thereafter, she was still commuting. And then things started to just take off, yeah, yeah, both for my career and for the relationship, yeah. Michael Hingson  57:51 And again, the rest of course, as they say, is history. Scott Hornstein  57:56 It is. And here I am now in Reston, Virginia, and we moved to Reston because both daughters are in close proximity, and my two grandchildren. And you know, am I still confronted with the knock downs and the and the get up again. Yeah, the marketplace is very crazy today. The big companies are doing great, the mid size companies, which is my Market, and it's by choice, because I like dealing with senior management. I like dealing with the people who make the decisions, who if we decide something's going to happen, it happens and and you can see the impact on the culture, on on the finances, on the customer base. These guys are it's tough out there right now. Let me say that it's it's tough to know which way to go. This doesn't seem to be anything that's sure at the moment. Michael Hingson  59:11 Yeah, it's definitely a challenging world and and then the government isn't necessarily helping that a lot either. But again, resilience is an important thing, and the fact is that we all need to learn that we can survive and surmount whatever comes along. Scott Hornstein  59:33 And let me just throw in AI that is a big disruptor at the moment that nobody actually knows Michael Hingson  59:43 what to do with it. I think people have various ideas there. There are a lot of different people with a lot of different ideas. And AI can be a very powerful tool to help but it is a tool. It is not an end all. Um. Yeah, and well said, I think that, you know, even I, when I first heard about AI, I heard people complaining about how students were writing their papers using AI, and you couldn't tell and almost immediately I realized, and thought, so what the trick is, what are you going to do about it. And what I've what I've said many times to teachers, is let students use AI if that's what they're going to use to write their papers, and then they turn them in. And what you do is you take one period, and you call each student up and you say, All right, I've read your paper. I have it here. I want you now to defend your paper, and you have one minute, you're going to find out very quickly who really knows what they're talking about. Scott Hornstein  1:00:47 That, in fact, is brilliant. Michael Hingson  1:00:49 I think it's a very I think it's a very powerful tool. I use AI in writing, but I use it in that. I will use it, I will I will ask it questions and get ideas, and I'll ask other questions and get other ideas, and then I will put them together, however, because I know that I can write better than AI can write, and maybe the time will come when it'll mimic me pretty well, but still, I can write better than AI can write, but AI's got a lot more resources to come up with ideas. Scott Hornstein  1:01:21 It does. It does. And with that, it's a fantastic tool. The differentiator, as I see it, for most of my stuff, is that AI has read about all this stuff, but I've lived it, so I'm going to trust me at the end, Michael Hingson  1:01:45 and when I talk about surviving the World Trade Center and teaching people what I learned that helped me in the World Trade Center, I point out most people, if there's an emergency, read signs and they're told go this way to escape or to get out or do this or do that, but there's still signs, and they don't know anything. I don't read signs, needless to say, and what I did was spent a fair amount of time truly learning all I could about the World Trade Center where things were, what the emergency evacuation procedures were what would happen in an emergency and so on. And so for me, it was knowledge and not just relying on a sign. And so when September 11 happened, a mindset kicked in, and we talked about that in my my latest book, live like a guide dog. But that's what it's about, is it's all about knowledge and truly having that information, and that's what you can trust. Scott Hornstein  1:02:48 I'll give you a big amen on that one. Michael Hingson  1:02:52 Well, this has been a lot of fun to do. We've been Can you believe we've been doing this an hour? My gosh, time, I know having fun. Scott Hornstein  1:03:03 It's fun. And I would say again, in closing, I just have enormous respect for what you've accomplished, what you've done. This is been a great privilege for me. I thank you very much. Michael Hingson  1:03:19 Well, it's been an honor for me, and I really value all the comments, the advice, the thoughts that you've shared, and hopefully people will take them to heart. And I would say to all of you out there, if you'd like to reach out to Scott, how do they do that? Well, there you go. See, just, just type, well, right? Scott Hornstein  1:03:42 That's it. If you, if you sent an email to Scott dot Hornstein at Gmail, you'll get me. Michael Hingson  1:03:56 And Hornstein is spelled Scott Hornstein  1:03:58 H, O, R, N, S, T, E, I, Michael Hingson  1:04:03 N, and again, it's scott.hornstein@gmail.com Scott Hornstein  1:04:09 that's that's the deal. There you go. Well, find me on LinkedIn. You can find me on medium. I'm all over the place. Michael Hingson  1:04:18 There you are. Well, I hope people will reach out, because I think you will enhance anything that they're doing, and certainly trust is a big part of it, and you earn it, which is great. So thank you for being here, and I want to thank all of you for listening and watching us wherever you are. Please give us a five star review and a rating and but definitely give us a review as well. We appreciate that. If you know anyone else who ought to be a guest, Scott, you as well. We're always looking for more people to have on, so please introduce us and Scott. If you want to come on again, we can talk about that too. That'd be kind of fun. But I want to thank what I want to thank you again for being here. This has been fun, and I appreciate you being here with us today and and so thank you very much for doing it. Scott Hornstein  1:05:07 My all the pleasure is all mine. Michael Hingson  1:05:14 You have been listening to the Unstoppable Mindset podcast. Thanks for dropping by. I hope that you'll join us again next week, and in future weeks for upcoming episodes. To subscribe to our podcast and to learn about upcoming episodes, please visit www dot Michael hingson.com slash podcast. Michael Hingson is spelled m i c h a e l h i n g s o n. While you're on the site., please use the form there to recommend people who we ought to interview in upcoming editions of the show. And also, we ask you and urge you to invite your friends to join us in the future. If you know of any one or any organization needing a speaker for an event, please email me at speaker at Michael hingson.com. I appreciate it very much. To learn more about the concept of blinded by fear, please visit www dot Michael hingson.com forward slash blinded by fear and while you're there, feel free to pick up a copy of my free eBook entitled blinded by fear. The unstoppable mindset podcast is provided by access cast an initiative of accessiBe and is sponsored by accessiBe. Please visit www.accessibe.com . AccessiBe is spelled a c c e s s i b e. There you can learn all about how you can make your website inclusive for all persons with disabilities and how you can help make the internet fully inclusive by 2025. Thanks again for Listening. Please come back and visit us again next week.

Meet Taylor Prideaux; after working as a respiratory therapist for 10 years and enduring the Covid era, she made a big shift to KPAX where she now works as an Account Executive. Throughout all her experiences in life, it seems like she was made for this work and she is embracing the challenge it brings. Connect with Taylor on LinkedIN: https://www.linkedin.com/in/taylor-prideaux-952096227/

Here at Brady Group, we help practices build intentional systems—clear goals, strong scheduling, and accountability that sticks. And in our coaching, we don't just talk about performance—we give practices a scoreboard, resulting in metrics that guide and direct our next steps.But a scoreboard only works if it's accurate and updated in real time. That's where Dental Intelligence comes in - simplifying the process of gathering real-time data from your software, not only will it make the process of completing your scoreboard simple, but with their easy-to-use platform, you'll know exactly where the opportunities are to maximize performance every single day.Today's episode explores what happens when strategy, accountability, and real-time data finally work together—so teams stop reacting at the end of the month and start winning on purpose.That's why I'm excited to introduce CJ Carroll, Account Executive at Dental Intelligence. In our conversation, CJ shares how real-time data helps practices bring coaching metrics to life—turning insight into action, and opportunity into results! CLICK HERE to take advantage of the savings for Brady Group members.Want to connect in person? Mark your calendar for these opportunities to grow with us:MISSION POSSIBLE Case -Acceptance Super-Conference⁠April 22-24, 2026 - DALLASNovember 4-6, 2026 - PHOENIX

Rancho Mesa's Alyssa Burley interviews Greg Garcia, Account Executive in the Landscape Group, as he recaps his experiences attending Leaders Forum 2026 in Santa Barbara, CA. Show Notes: ⁠Subscribe to Rancho Mesa's Newsletter⁠Director/Host: ⁠Alyssa Burley⁠Guest: ⁠Greg Garcia⁠ Producer/Editor: ⁠Jadyn BrandtMusic: "Home" by JHS Pedals, “News Room News” by Spence© Copyright 2024. Rancho Mesa Insurance Services, Inc. All rights reserved.

This week's guest is someone I've been excited to sit down with for over a year.Dave Lehmkuhl began his journey studying economics and business at the Virginia Military Institute, where he also served nine years as a U.S. Army Officer. After transitioning out of the military, Dave took on roles spanning recruiting, account executive, project management, and business development, before ultimately working his way from Account Executive to Sales Director at Seamless.ai.Dave is also the host of The Bird's Nest Podcast, where he shares powerful conversations around career journeys, leadership, and personal growth. In this episode, the host becomes the guest.In this week's conversation, we go deep into Dave's early years, overcoming adversity, and how lived experience ultimately shaped his leadership style and career decisions.In this week's episode, we discussed:Overcoming adversity early in life and building confidenceLessons learned from military leadership and real-world experienceWhy lived experience often matters more than formal educationKnowing when it's time to walk away from a career pathMaking the leap back into sales after quitting on yourselfWhy you can't fake passion in your workBuilding leadership skills through discomfortMuch more!Please enjoy this week's episode with Dave Lehmkuhl.____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn

Everyone's chasing AI. Meanwhile, most organizations are wasting 25-30% of their software budget on tools nobody uses.In this episode, we meet James Malek, Senior VP of IT Infrastructure at Lexitas, who inherited chaos—45 acquisitions in five years, no structured IT department, and a hodgepodge of contracts everywhere. Instead of chasing the next shiny thing, James took a different approach: foundation first.What his team discovered when they finally got visibility into their software estate—including 300 employees using ChatGPT at a legal services company handling sensitive data—changed everything.In this episode, you'll learn:• Why software waste persists despite decades of awareness—and what actually fixes it• How one company consolidated seven separate ShareFile contracts into one• The shadow AI problem hiding in your organization right now• Why you can't do it all yourself—and what to do insteadFeaturing:• James Malek, Senior VP of IT Infrastructure, Lexitas• Elizabeth D'Amico, Manager, SAM Programs & Enablement, Softchoice• Josh Brewer, Account Executive, SoftchoiceThe Catalyst by Softchoice is the podcast dedicated to exploring the intersection of humans and technology.

Allyssa Baker's story is the definition of Nightmare Success. What began as a prescription for pain spiraled into addiction, homelessness, and a six-year prison sentence. But behind bars, Allyssa made one decision that changed everything: she refused to quit. She earned her degree with honors, completed recovery work, and fought her way into Televerde—one of the most competitive, highest-paying jobs inside prison—learning elite B2B sales skills while incarcerated.Now an Account Executive at Paychex, Allyssa opens up about the real moments that broke her, the discipline that rebuilt her, and how second chances—combined with relentless accountability—can turn rock bottom into a foundation. This is a masterclass in resilience, reentry, and the quiet power of doing the next right thing.Show sponsors: Navigating the challenges of white-collar crime? The White-Collar Support Group at Prisonist.org offers guidance, resources, and a community for those affected. Discover support today at Prisonist.org Protect your online reputation with Discoverability! Use code NIGHTMARE SUCCESS for an exclusive discount on services to boost your digital image and online reputation. Visit Discoverability.co and secure your online presence today. Skip the hassle of car shopping with Auto Plaza Direct. They'll handle every detail to find your perfect vehicle. Visit AutoPlazaDirect.com "Your personal car concierge!"

In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. Zach Schuchart Zach Schuchart is the Senior Vice President, Head of Sales at Optimal Dynamics. He has over 20 years of experience in the North American and European transportation industries, including roles at UPS, CHAINalytics, and XPO, he brings deep expertise and leadership to the Optimal Dynamics team. As Head of Sales, he oversees a talented group of Account Executives and Solutions Engineers, guiding prospective customers through the evaluation of advanced optimization solutions that drive operational success. About Optimal Dynamics  Optimal Dynamics provides the decision intelligence layer that powers logistics transformation. Born out of 40 years of research at Princeton University, Optimal Dynamics leverages proprietary artificial intelligence technology to automate, optimize, and radically improve decision-making across trucking and transportation operations. Headquartered in New York City, Optimal Dynamics is backed by marquee investors including Koch Disruptive Technologies, Bessemer Venture Partners, The Westly Group, and Activate Capital. Learn more at www.optimaldynamics.com. Key Takeaways: Fleet Profitability Unleashed: The Optimal Dynamics Advantage In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. From Research to Reality: The Princeton Pedigree. Optimal Dynamics isn't just another tech startup; it is built on 40 years of academic research from Princeton University. This provides a level of scientific rigor and proprietary AI that differentiates their solutions from standard off-the-shelf logistics software. The Power of "Decision Intelligence". While many platforms focus on data visibility (showing you what is happening), Zach highlights the shift toward Decision Intelligence. This layer automates and optimizes the choice itself, helping carriers move from reactive management to proactive, data-driven execution. Bridging the Gap Between Planning and Execution. Leveraging Zach's 20+ years of experience at giants like UPS and XPO, the episode explores how traditional planning often fails when it hits the "real world." Optimal Dynamics focuses on creating dynamic plans that account for the inherent volatility in trucking operations. Leveraging High-Dimensional Artificial Intelligence. The core technology focuses on solving "high-dimensional" problems. Instead of looking at simple variables, the platform uses AI to process thousands of data points simultaneously—such as driver hours, fuel costs, and lane profitability—to find the "Optimal" solution. Automating the Complexities of Trucking. Automation isn't just about replacing manual tasks; it's about augmenting human capability. Zach discusses how their solutions allow sales and operations teams to evaluate complex scenarios in minutes rather than days, drastically reducing the "evaluation-to-action" cycle. Maximizing Profitability in Volatile Markets. In an industry with razor-thin margins, "Optimal Dynamics" means finding the most profitable way to move freight despite fluctuating market conditions. The platform helps fleets identify which loads to accept and how to route them to ensure maximum fleet utilization. Strategic Backing for Long-Term Transformation. The company's growth is fueled by marquee investors like Bessemer Venture Partners and Koch Disruptive Technologies. This level of backing underscores the industry's belief that Optimal Dynamics is a foundational player in the future of global logistics infrastructure. Learn More About Fleet Profitability Unleashed: The Optimal Dynamics Advantage Zach Schuchart Optimal Dynamics | Linkedin Optimal Dynamics Optimizing for the Future: D.M. Bowman Embraces Decision Automation Shifting From Manual Grind to Automated Growth Driving Strategic Growth and Innovation with Decision Automation How Smarter Planning Leads to Stronger Performance Rapid Transformation and Record-Breaking Results at Grand Island Express During Freight Recession, BCB Transport Sees 19.6% Increase in Revenue Per Truck After Embracing Artificial Decision Intelligence The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube